development plan for Jay (Hint: use information included in Section 8-1 Personal Development Plans CASE STUDY 8-1 Content of a Personal Development Plan at Brainstorm, Inc. Tathy is a sales manager at Brainstorm, Inc., individual development plans for these employees a computer software training company that based on their performance evaluations. Recently training software, located in Lehi, Utah. One of Cathy's report, finished his first year's performance evaluation responsibilities is to complete annual performance with Cathy. Cathy's performance evaluation of Jay's evaluations with all of her direct reports and create key competencies and key results is as follows: Performance Appraisal Form Key Competencies Supervisor Comments Score Sales and Marketing: Demonstrate knowledge of principles and Could be more proficient with greater product methods for showing promoting and selling products or services knowledge. Needs greater understanding of 8- the benefits of each of the products. Customer and Personal Service Knowledge of principles and Good verbal and sales skills most of the time processes for providing high-quality customer and personal Had a couple occasions when customers felt Services like they weren't getting enough personal assistance with recently purchased products Interpersonal Communication Talking to others to convey Very good. Always enthusiastic with information effectively as well as giving full attention to what other customers and quickly develops a good A- people are saying, taking time to understand the points being rapport with new customers made, and asking questions as appropriate Persuasion and Negotiation Persuading others to change their Adequate, but could be more direct and minds or behavior Bringing others together and trying to reconcile persuasive with customer differences Problem Sensitivity and Ethics: The ability to tell when something Excellent Shown great ability to anticipate it is wrong or is likely to go wrong ethically or otherwise. It does not contract negotiations are taking an unethical A involve solving the problem, only recogniting there is a problem of unprofitable turn for the worse Key Results Supervisor Comments Score Degree to which employee met monthly sales goals Adequate. Met sales goals 66 percent of the ($50,000 in sales revenue a month B time in the last six months Degree to which employee met referral goals Needs improvement. Met referral goals (10 referrals a month): 50 percent of the time in the last six months Number of cold calls made monthly (250) Excelent Tirelessly exhibits persistence and A hard work in teaching out to businesses Place yourself in Cathy's shoes, and use the above performance evaluation to develop an individual
